Strategic Account Manager - North Central Region
$150,400–$188,000 year
RemoteUnited States
Job Summary
Manage and grow relationships with key decision makers within defined strategic accounts, including regional health systems, academic medical systems, and complex physician networks. Meet and exceed quarterly and annual sales quotas while identifying and executing contracting opportunities to drive systemic adoption of the FMI portfolio. Develop and review long-term account agreements, conduct periodic strategy meetings with leadership, and proactively address industry trends and difficult customer issues. Research competitor landscapes and collaborate with Account Executives and cross-functional teams to ensure optimal pull-through of national strategies. Commit to daily travel within the assigned territory and bi-annual company meetings, with a 90% travel commitment.
Required Qualifications
- Bachelor's Degree or equivalent experience
- 6+ years of direct selling experience in the diagnostics or life sciences industry focusing on major accounts and IDNs or equivalent years working in a Complex clinical setting working with physicians and patients
- Demonstrated track record of success managing complex key accounts and IDNs including influencing key decision makers, C-Suite selling, and strategic planning
- History of proven results and successful performance, including achievement of sales plan
- Lives within or commitment to live within defined region and centrally located to defined accounts
- Commitment to travel within defined region
- Commitment to reflect FMI's values: Integrity, Courage, and Passion
Desired Qualifications
- Master's degree in business or healthcare related field
- 10+ years of direct selling experience in diagnostics or life sciences
- 8+ years of demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology in complex systems
- Accurate forecasting capabilities throughout the sales cycle
- CRM proficiency: Salesforce.com beneficial
- Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
- Familiarity with different sales techniques and pipeline management
- Demonstrated track record of success with customers within the defined territory
- Demonstrated attention to detail and strong organizational skills
- Ability to: access priorities and mobilize a strategic plan
- Ability to: work independently as well as collaborate with peers in a fast-paced and cross-functional team environment
- Ability to: work well under pressure while maintaining a professional demeanor
- Ability to: adapt to changing procedures, policies, and work environment
- Exceptional communication and consultative skills to employ solutions-based selling
- Proven negotiation skills working with contracts and key customer processes
- Excellent listening, verbal and written communication skills
- Demonstrated leadership, training, or coaching within the organization
- Understanding of HIPAA and the importance of patient data privacy
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